Job Description

We are currently seeking a Director of Business Development to work with our growth team for Publicis Groupe’s and PlowShare’s U.S. Government practice. Reporting into an executive leader at PlowShare, you will lead government pursuits for PlowShare, while also leading the largest government pursuits amongst multiple agencies within Publicis. You may also be asked to contribute to nonprofit pursuits.

The right candidate will capitalize on our outstanding capabilities, develop and execute marketing and sales strategies for driving new and incremental new business revenue, as well as determine relevant past-performance and operational requirements for specific customers to support the team to drive growth within our Government sectors.

The successful candidate will be responsible for building, managing, and capturing a robust pipeline of opportunities within our current tracking system, and will oversee the pursuit of their opportunities through identification, qualification, capture, and award status. Working closely with our team, the candidate will provide strategic direction and support bid strategies, pricing, teaming, and proposal strategies while coordinating with other internal resources.

Candidate should have at least 10 years of professional experience, including at least 3 years supporting and/or managing U.S. government agency contracts for either marketing and communications, advertising, or digital agency. The ideal candidate will reside within the metro Washington D.C. area for ease of networking and fostering client and business relationships, but candidates with an ability to easily travel will be considered. The position may be tele-work or office based, depending upon the candidate’s preference. Travel to Publicis locations throughout the U.S. may be required when collaboration amongst agencies is required.

Duties and Responsibilities

• Develop strategic plans with tactical execution to grow the business from existing customers and market share from the competition
• Drive lead-generation programs and drive capture plan
• Constantly optimize the new business process, response content and pursuit plans to increase the new business pipeline and conversion rates
• Support thought leadership and other content development and marketing efforts
• Grow the opportunity pipeline through diligent and timely identification and qualification of new business opportunities by leveraging current technologies, customer intimacies, and inter-company collaboration
• Identify and cultivate business partner relationships, including large and small businesses
• Lead and participate in the identification, qualification, and pursuit of strategic business opportunities
• Apply marketing intelligence and competitive data pertaining to potentially targeted pursuits and advanced marketing strategies
• Participate in bid decisions, gate reviews and the development of price and cost strategies
• Spearhead and orchestrate agency pitches and proposals
• Research, analyze, and monitor financials, technological, and demographic factors so that market opportunities may be capitalized on and the effects of competitive activity may be understood and minimized.
• Direct, manage and train a business development associate in maintaining the agency’s collateral, case study library, pitch presentations, marketing and intelligence.
• Maintain and leverage CRM to promote contact with targets, support marketing initiatives and provide accurate pipeline reporting.
• Working in conjunction with the Finance Director, support pricing strategies for the organization which will result in the greatest share of the market over the long run.
• Prepare sales and marketing reports and analyses.
• Prepare and maintain data needed for compliance, and work collaboratively with internal compliance teams on reporting aligned with government requirements

Qualifications

At least 10 years experience in new business, including 5 years in government contracting inclusive of:

• Sales and/or business development experience with Government programs and contracting deep relationships with government program officers
• Effectively interface with major government prime contractors, both large and small businesses.
• Demonstrate outstanding strategy development, execution and leadership skills.
• Manage priorities, competing demands, and change approach or method to best fit the situation.
• Proficiency with Federal market intelligence websites and services such as Bloomberg Government, Deltek GovWin, Sam.gov, and GSA Ebuy
• Demonstrate strong customer service skills while working with a diverse team.
• Effectively and efficiently utilize Microsoft Office applications and other computer products and programs.
• Strong leadership qualities with the ability to motivate, influence and inspire others.
• Possess negotiation, planning, critical thinking and problem-solving skills that demonstrate top-notch leadership and professionalism.
• Demonstrated ability to calculate figures and amounts such as pricing, discounts, proportions, percentages, and volume.